Federal Account Executive, FSI

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. PagerDuty is seeking a Federal Systems Integrator (FSI) Account Executive (AE) to drive strategic growth across top-tier FSIs. In this role, you will partner with major integrators to embed PagerDuty's Operations Cloud into large-scale federal program bids and expand adoption across their portfolios. You will collaborate with senior FSI executives to deliver automated incident response and AIOps solutions that support critical government missions. This is a high-impact opportunity to scale PagerDuty’s public sector presence, close high-value deals, and lead complex cloud sales within the federal ecosystem. KEY RESPONSIBILITIES Own and grow a defined set of Federal Systems Integrator (FSI) accounts by driving upsell, cross-sell, and expansion opportunities. Build and maintain trusted senior relationships through regular in-person engagement and consultative selling. Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning. Drive adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI. Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities. Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework. Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention. BASIC QUALIFICATIONS 8+ years of experience in public sector and/or FSI sales, account management, or expansion roles within SaaS or cloud software. Proven success managing a quota in complex, long-cycle federal sales. Demonstrated experience selling to and influencing senior executives at top-tier FSIs. Proficiency with Salesforce (SFDC) for pipeline management and forecasting. Bachelor’s degree or equivalent experience. PREFERRED QUALIFICATIONS Expertise applying MEDDICC and Command of the Message (COM) methodologies. Experience managing high-value accounts within the FSI ecosystem. Experience selling within a federal systems integrator (FSI) channel (integrator partners, partner sales models, selling directly within integrator-led programs). Strong understanding of the FSI ecosystem and federal procurement cycles, Operations Cloud, or DevOps environments. Strategic thinker with exceptional communication, negotiation, and relationship-building skills. No current clearance required. Active TS/SCI level clearance OR ability to obtain and maintain a security clearance would be beneficial. The base salary range for this position is 130,000 - 154,000 USD. This role may also be eligible for bonus, commission, and/or benefits. Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience. Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process. Hesitant to apply? We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this just isn’t the right role or time - sign up for job alerts! Where we work PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in: Location restrictions: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates must reside in an eligible location, which vary by role. How we work Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian. People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance. What we offer As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site. Your package may include: Competitive salary Comprehensive benefits package Flexible work arrangements Company equity* ESPP (Employee Stock Purchase Program)* Retirement or pension plan* Generous paid vacation time Paid holidays and sick leave Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)* Paid volunteer time off: 20 hours per year Company-wide hack weeks Mental wellness programs *Eligibility may vary by role, region, and tenure About PagerDuty PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. Go behind-the-scenes on our careers site and @pagerduty on Instagram. Additional Information PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy. PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs. PagerDuty uses the E-Verify employment verification program.